Home » Archive by Tags

Articles tagged with: systems

The Consultant as Whistleblower
Friday, 15 Apr, 2011
The Consultant as Whistleblower

A fast-moving marketing automation company recently hired me to train Buying Faciliation®. They were both thrilling and unnerving to work with: constant change and disruption, people changing jobs and decisions, different initiatives happening all at once, etc. left everyone breathless – with many incomplete, unmanageable, and unexamined issues left behind. Not to mention an atmosphere that was ruled by the loudest people […]

Making Change Work: Part 2 – What is a system, and how does change happen?
Monday, 27 Dec, 2010
Making Change Work: Part 2 – What is a system, and how does change happen?

For those of you who have read Dirty Little Secrets and love the concept of how change happens – and for those of you who haven’t read DLS and still love change models – here is my second podcast of the 6 part series Making Change Work that I’m recording with StrategyDriven Magazine and Nathan Ives.
This […]

Why Do We Blame Buyers?
Friday, 19 Feb, 2010
Why Do We Blame Buyers?

I once told a group that I was going to title a book I’d Close More Sales if it Weren’t for the Buyer. I got a standing ovation! And I assumed I’d get a laugh. That’s like saying ‘I would have had a better birth experience if it weren’t for my mother.’
Why do we assume […]

Change is necessary. How can we make it fun?
Monday, 25 Jan, 2010
Change is necessary. How can we make it fun?

These are heady days. Global business changes, environmental disasters, political upheavals. Change, Change, Change. Maybe it’s time to have another conversation about what change is. And at the same time, maybe discuss why it’s necessary to know how to change, since change is the only constant.
It’s a myth that change is difficult. Indeed, it’s not […]

Buyers Don’t Buy Because You Sell Well
Friday, 18 Sep, 2009
Buyers Don’t Buy Because You Sell Well

Buyers buy when they want to resolve a business problem.
Buyers buy when all of the members of their decision team – all of the members – agree that it’s time to resolve a problem.
Buyers buy when their internal system – their culture – knows how to make room for something new without disrupting the status […]

What Is A Need?
Wednesday, 5 Aug, 2009
What Is A Need?

Since I’m the Queen Contrarian, I’d like to say that the ‘need’ we think that buyers have is not a real need.
First of all, we often meet them at the wrong end of their buying decision – when they are just starting their search for a possible solution. Not only have they not committed to […]